Reading this was hard because having failed a few years ago, after 7 years and $3m raised for a B2B content marketing startup, it all rings so true.

We hired a VP of Sales (who was previously VP of Sales at a public company) when we had $20k MRR (avg deal size was $3k/mo), non of the four founders /wanted/ to lead sales, we hired a $5k/mo PR firm… we blew so much money trying buy our way out of figuring out repeatable GTM motions. Realistically, as founders, we were not up to the task.